Account Executive, Mid-Market Sales

Job Description

Who are we

Equinix is the worlds digital infrastructure company, operating over 260data centers across the globe. Digital leaders harness Equinix&aposs trusted platform to bring together and interconnect foundational infrastructure at software speed. Equinix enables organizations to access all the right places, partners and possibilities to scale with agility, speed the launch of digital services, deliver world-class experiences and multiply their value, while supporting their sustainability goals.

A career at Equinix means you will collaborate on work that impacts the world and be surrounded by endless opportunities to learn new skills and grow in varied directions.We embrace diversity in thought and contribution and are committed to providingan equitable work environment that is foundational to our core values as a company and is vital to our success.

Job Summary

Based in India (Mumbai), the selected candidates primary day-to-day activities would include new business acquisition and expansion in the Mid-Market business to uncover and land new opportunities.

Responsibilities

Prospecting/ Pipeline Management

- Build and pursue high propensity prospects, create quality/high value pipeline, and achieve Sales Quota. Candidates who are good Closers, strong Negotiators or possess the skills in deal qualification, have worked in a high performing, dynamic sales environment will be considered
- Ability to position and articulate Equinix&aposs value preposition, understand customer&aposs business challenges, desired outcomes and work efficiently with Global Solution Architects, Commercial Solutions and internal Support team to design a solution for our Customers and Prospects
- Collaborate effectively with other stakeholders including Channel Partners/Opportunity Development/Tech Alliance Partners Team/Distribution Partners to strategize GTM strategy, account mapping, generate strong funnel and lead sales opportunity qualification
- Prospects account base to sell global platform and exporting business outside of Country
- Track progress of opportunities closely and on a weekly basis until closure. Adhere to the Sales discipline of timely weekly pipeline deal update
- Identifies at risk accounts, expiring contracts and forecast churn and handle renewals

Cross Functional

- The Applicant should have experience working with a cross functional team, not limited to Channels, Commercial, Technical Solution, Finance, Operations as well as collaborating with an extensive Regional team from AMER, EMEA and APAC

Building Customer Relationships

- Builds and maintains relationships with key stakeholders in assigned accounts/prospects
- Facilitates customer relationships to ensure timely resolution of customer issues

Solution Selling

- Identifies customers business needs, challenges, and technical requirements and recommends to Equinix solutions

Negotiation

- Leads commercial offer and contract negotiations, leveraging internal resources as needed to obtain best commercial terms possible
- Understands commercial levers and work out creative commercial offerings and deal structure

Qualifications

- Bachelor&aposs degree, 3-5 years of prior sales experience in Information Technology or equivalent. The Applicant must have experience selling into the Mid-Market sector
- Prior experience working with Channel Partners or some level of technology knowledge would be of added advantage
- Applicants must possess strong communication and presentation skills as they are required to present to CEO/Founders and decision makers
- Results Oriented. Demonstrated track record of success
- Strong business acumen
- Open to guidance from leadership
- The role requires the Applicant to be a Self starter and resourceful to tap on the resources to generate new pipeline
- Ad-hoc travel might be required

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

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